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The invisible hand in negotiation : are individualistic orientations collectively valuable?

Schei, Vidar; Rognes, Jørn K.; Dreu, Carsten K.W. De
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URI
http://hdl.handle.net/11250/164278
Date
2006-11
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  • Discussion papers (SOL) [27]
Abstract
This study examines how group members’ individualistic or cooperative

motivational orientations impact the process and outcomes in negotiating groups. A total

of 228 students participated in a three-person negotiation simulation where orientation

was induced through written instructions and members were aware of each other’s

orientations. Results showed that groups with only cooperative members were more

satisfied with the negotiation than members of the other group compositions.

Conversely, groups with only individualistic members reached higher joint outcome than

groups with only cooperative members and groups with a mix in orientations. Processanalyses

indicated that the individualistic groups increased their integrative activities and

decreased their distributive activities towards the end of the negotiation. The results

challenge the dominating view that individualistic orientations are detrimental for

constructive group-process and high joint outcome.
Publisher
Norwegian School of Economics and Business Administration. Department of Strategy and Management
Series
Discussion paper
2006:4

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